Q1 How different is solution selling from other product selling?

Answer-
-It works well for product and services , that are difficult to describe, largely intangible, have a long sales
life and typically high price.
-Strength: approaching potential buyers and developing their need and interest in the seller solution
-Benefits everyone involved in selling process, including the prospect

Q2 How different is the decision making process of customer in solution selling from that in
consumer product buying?.
Answer-
* Customers are aware of their problem and the choice they are taking.
* Buying is based on
-Rationality
-Unit price of product and services
-Duration of service.
Q3 Explain what you mean by project scoping , how is it done for big customers?
Ans.
Method of evaluation of each product from the service expectation level and business potential point of
view.
Steps in project scoping-
Summarize the objectives
Summarize the strategies to be followed by sales team


After obtaining the answer to the two steps campaign scope is established and size of the
campaign is decided on the following-

- Size of the database to be worked
- The campaign launch date campaign duration
- Budget allocation

Q4 Suggest Mr pundir a selling process so that his sales staff can reorient their sales pitch from
cost orientation to service quality orientation.
Ans. Mr. pundir should follow this-
1. Prospecting
2. Initial contact
3. Sales presentation
4. Handling objections
5. Closing the sales
6. Follow up